i'm jordan belfort and this is sale school a script is divided into four parts very simple okay part one is the introduction the introduction and this is that point on an outgoing call okay where if you were calling out you'd say hey john you know this is so-and-so calling from xyz company how are you doing today great job well the reason for the call is whatever it is this is your basic introduction don't worry about the particulars yes your intro is how you the first words that come out of your mouth and remember there are
is not a lot you can say in those first four or five seconds that can establish you as an expert so it's very basic it's a new normal greeting you know how you're doing today make me sound enthusiastic it's more about your tonality and that you care and you gotta sound good so it's but again that's their introduction name your company and so forth the second step is your body of your presentation okay now remember when i talk about scripting here and i i'm actually i'm let me go back i'm gonna i'm gonna confuse you
a bit because this is let's just forget the intro in terms of when you first pick up the phone okay because there's there's two types and i'll just go through the second one first this is the intro meaning when after your transition is over okay let me just reiterate this so you've already asked your qualifying questions and you've gotten all the intelligence you need your product can help them and you've said well john based on what you've said to me this is a perfect fit for you let me tell you why and we start from
there it's this part of the script i'm going to cover here you have the same thing with the intro when you're first picking up the phone with the script that's a separate script to cover okay so you say the intro in this case would be about what your product is okay you talk about what your product is in general terms name of the product name of the company is maybe the policies whatever it might be okay and then from there you lead into the body of your script where you discuss the features and the benefits
and one of the and i don't want to get so simplistic to say you know everyone's heard you know don't focus on features focus on benefits right well the bottom line is this you when whenever you talk about a benefit you typically have mentioned a feature there's always a feature with a benefit attached to it that's the truth most of the time but in the highest level of selling the most powerful case you can make is not feature benefit case it's through other ways of patent storytelling and metaphors and comparisons so just want to just
be aware but the body of your script you're going to have a certain amount of it dedicated to features and benefits where you're making your logical case and as part of that body of your script you're going to also focus on making the beginnings of an emotional case so the first part's logical and you also want to tail off with emotion step three you then would have what's called the close so every script ends with you asking for the order in no uncertain terms at a certain point in time you have to say john or
jill this is what you should be doing this is what most of my customers are doing right now this is what i recommend and you say do this you actually ask for the order okay and then after you ask for the order and they either say yes or no or let me think about it right for the people who want to think about it and you'll be engaged in what's called looping patterns and looping patterns are the mechanism that we use to take an objection and turn it into a close how we take an objection
we loop back and turn it into a close okay and i'm gonna explain this in intimate detail tomorrow this process okay so let me start off now let's talk about what are the elements of a great script what makes a great script great and what are some of the things that just kill scripts because there's some certain there's certain killers that just simply stop you from closing okay number one the body of a script should be no more than a page or a page and a half you don't want to front load a script the
biggest mistake i see that rookie salesmen make is they feel that they don't get it all out in one breath the person is going to say no and leave and they end up talking and talking and then they bring up every single great benefit they do everything up front they shoot their load so to speak right and then when the person says let me think about it they're like they're out they're out of ammo they have they they don't leave any of their powder dry remember the process of creating certainty in another human being is
not a zero to 100 miles boom boom like someone doesn't go from being a three to a 10 in five minutes it's not how human beings are moved emotionally or even logically they it's incrementally so you might get someone from a three to a seven then they slide back to a five then you give them another language pattern that brings them to an eight and they go back to a six and a half then through the third one they get up to a nine or ten so in other words it's a series of moves that
create absolute certainty it's not one the biggest mistake that sales people make is when they if they do prepare some of those that do engage in preparation they don't go deep enough they prepare for their opening can presentation and that's all they got and it's usually way too long and front loaded with all sorts of features and benefits maybe some metaphors and storytelling as well but it's so long when they finally are done and ask for the order and the person says let me think about it like oh [ __ ] i have nothing left
to say they gave all their great stuff much more powerful is if you frame your case you give some really great points and you build your case but leave some great stuff out so when someone says let me they want to think about it when you actually engage in what's called looping we go back and start reselling you have even more powerful patterns to pull out of the bag to change someone's mind like they said oh i didn't hear that before no you want to have some powerful stuff that they don't know about to bring
them up to the next level of certainty remember when you ask for the order and they say let me think about it you're creating somewhat reverse consistency once someone says let me i want to think about it they get anchored into i want to think about it you have to overcome that consistency okay but that's part of selling it it's going to happen we do that through deflection and by answering objections in a certain way but the point is is that you you can't front load you can't just like if i say everything and i
give him all my best stuff then he'll say yes without ever saying no first or let me think that's not the way it works there's typically a certain amount of let me think about it to let me call you backs that you have to go through until the guy says yes so don't front load leave some powder dry next step to a script every word in your script is crucial i'm a stickler when i actually work on scripts for a company i i go through it in a painstaking process when you read a script and
you're reading it to yourself and when i say reading this if you're selling over the phone very often you can have it in front of you as just a guide you know it by heart already but as you're reading it every word has to flow if there's any tongue twisters in there it's not flowing naturally it's not a workable script it takes a while to write to develop a really good script it's not a 30-minute exercise it takes a bit of time so you got to dedicate that and when you're going through your script as
you're reading every word matters every word's going to be balanced it's got to flow it's got to sound good if it doesn't sound good it doesn't flow well the script's not going to play out when i'm reading when i'm going through my own script i read it out loud myself a thousand times i keep reading it out loud is there any tongue twisters is it hard for me to say how can i make it flow better every word in the script [Music] matters you
